Page 262 - ConvinceThemFlip

convince them in 90 seconds or less
“A great presentation is kind of like this shish kebab.
It’s a fast pitch with a hook, a point, some steak, and some
sizzle. By presentation I mean anything you do to convince
others to take action.” He picked up his fork. “The hook get’s
their attention like a television headline. There’s your A.” He
clicked his fork against the metal hook on the kebab.
“Attention.”
“The point tells them why they should be interested.
What’s in it for them. That’s your I.” Click. “For interest.”
“The steak,” he continued, “is the logical stuff—the
facts and figures to back up your point so you make sense.
The sizzle is the fun stuff, the emotional, memorable,
satisfying part to blend together their reason and imagina-
tion and tweak their desire. That’s D.” Another click.
He leaned forward and sniffed the kebab. Then he sat
back. “And if the whole thing looks good and smells good,
then you roll up your sleeves and . . .” Click, click. “A for
action. Now let’s eat.”
I-KOLAs
We munched away in contented silence for a few min-
utes. Then Muldoon wiped his mouth, took a drink
of water, and said, “By the way, that’s an ‘I-KOLA’”
I nodded. I didn’t have a clue what he was talking about
but I knew he’d fill me in, so I kept quiet.
254